These original articles contain lessons for improving success when negotiating pricing with suppliers.
There is even a Quiz you can take to test whether or not you have retained key principles.

The Four Cornerstones for Leveraging Cost Transparency

Cost transparency is the golden arrow in a procurement professional’s negotiations quiver: the key to building an...

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Are you following The Golden Rule?

Making suppliers’ costs transparent gives them incentive to think long-term. It aligns procurement’s interests...

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Using Should-Cost Models for Actionable Transparency

Modeling is powerful. It not only lets procurement know what price they should be paying, it also provides compelli...

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Converting Sales Reps into Champions for Your Cause

Procurement’s job is to inject Cost Transparency into the negotiation so everyone can win: procurement gets what...

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Going Fishing with Suppliers

When the going gets tough, sometimes the best thing procurement can do is drag a supplier into a fishing boat and m...

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A Lower-Carbon Future Starts with Low-Hanging Fruit

Procurement professionals are in a strong position to initiate positive change on a broad scale because it is relat...

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The Procurement Conundrum: Savings or PR?

Asking for favors undermines procurement’s negotiating position, and tough negotiations and good relations make a...

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Negotiate With the Right Data

In a recent survey, 25% of purchasers told us they rely upon free, open-source cost data accessed through search en...

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Trust Your Suppliers, Not Their Data

Depending on a supplier to provide customers with unbiased information is like asking the proverbial fox to guard t...

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Would your hand still be in the air?

ProPurchaser President Rod Sherkin has been presenting at supply-chain conferences for years. At ISM2019 in Houston...

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Direction Counts More than Accuracy

Years ago, while working for Green Giant, I phoned our steel can sales rep to ask for a 4% reduction. We had inform...

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The Power of Peer Pressure

Driving down costs by ‘coaxing’ voluntary behavior change Anyone who survived the social pressure cooke...

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Land the Purchasing Job You Want

The competition for good jobs today is unprecedented. Certainly not news. Most of us have had the frustrating exper...

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Plant Tours Worth every Minute

You gotta go look The struggle to find “good fit” suppliers never ends. And finding the right suppliers...

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Know What You Should be Paying

In a Perfect World Imagine the negotiating edge you would have if you knew – and could demonstrate – what you ...

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